313 Best Articles on Sales and Sales Leadership by Category

  • April 4, 2024
  • Posted by: Dave Kurlan
  • Category: Understanding the Sales Force
best 200 articles on selling
Assessments Compared Data on Sales Excellence Coaching Salespeople
MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable?
Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive? Top Salespeople are 8600% Better at This Than Weak Salespeople How to Use Buckets to Improve Sales Performance and Coaching
The Difference Between OMG and Extended DISC Assessments Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers New Data – Most Sales Managers are a Disaster When it Comes to Coaching
A Behavioral Styles Assessment versus OMG’s Sales Candidate Assessment Data: The Top 10% of All Salespeople are 4200% Better at This Actual Coaching Call – Use it to Coach Your Salespeople to Success
Choose Which of These Two Assessments are More Predictive of Sales Success Data – Top Salespeople are 631% More Effective at This Than Weak Salespeople An Easier Way to Coach Salespeople – For a While
Exposed – Personality Tests Disguised as Sales Assessments The Best Salespeople are 791% Better at This Than Weak Salespeople Finally! Science Reveals the Actual Impact of Sales Coaching
More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills?
Benchmarking Salespeople Sounds Great but Has Many Flaws New Data Shows That Elite Salespeople are 700% Less Likely to Do This The Secret to Coaching Salespeople and Why It’s So Scary
Latest Research on Personality Assessments for Sales Selection New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow
Another Sales Assessment Takes on OMG – What Does it Reveal? Change in Approach Leads to 304% Increase in Sales Effectiveness Top 10 Outcomes That Should Come From Sales Coaching
New Data: The Top 10% of Salespeople are 619% Stronger Than the Bottom 10%
The Fatal Flaw That Causes Strong Salespeople to Strike Out
Why Sales Managers Don’t Coach: Two Out of 500 Said Yes
DO ASSESSMENTS MAKE A DIFFERENCE IN THE SALES ORGANIZATION?
Understanding Competency Based Assessments – What Ditch Diggers and Salespeople Have in Common!
Is 28 Years Long Enough for a Sales Assessment Trial ?
Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)
Why Only 27% of Salespeople Hear the Voice That Matters
New Data: My Top 5 Unacceptable Sales Performance Findings
Why 72% of Sales Reps Miss Quota: The Participation Trophy PTSD in the C-Suite
New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?
25 Sales Experts on the Importance of Coaching Salespeople
Sales Process Sales Pipeline and Metrics On Hiring Salespeople
Sales Process and Why So Many Salespeople Lose Their Way Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? How I Learned I am a Sales Consulting Imposter
Sales Process for the Anti-Sales Process Crowd How To Stop Sucking by Understanding and Changing Your Sales Metrics The Wrong Salespeople are Hired 77% of the Time
Most Sales Processes, Funnels and Pipelines are How Old? How to Transform Your Sales Pipeline Today Can Malcom Gladwell Explain the Sales Hiring Problem?
Is Your Sales Process Backwards, Upside Down or Stupid? Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren’t Top 10 Keys to an Effective Sales Hiring Process
The Correlation Between Milestones, Sales Process and Sales Success Companies Rush to Get This One Thing in Place for their Sales Teams Before January 62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the Right Way
I’m Sorry But Your Sales Process Sucks Fix Your Mediocre Pipeline for Accurate Sales Forecasts Can You Find The Perfect Sales Candidates for Your Sales Team?
The 3 Most Important Questions about Sales Process and My Answers Sales Pipeline – Reality vs. What Your Salespeople Know and Think Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With
How To Determine If Your Sales Process Is Effective Should You Restage Your Sales Pipeline? There is More Than One Type of Bias in Hiring Salespeople
Sales Process – Top 10 Reasons Why Sales Are Lost Speed Limits, Flow of Traffic and Sales Pipelines Sales Selection Experiment: A Must Read Case Study
Is BANT a Sales Process or a Man-Made Disaster? Sales Cholesterol Reveals if Your Sales Pipeline is Clogged Six Overlooked Factors When Hiring Salespeople
Why Salespeople Skip the Sales Process Attention C-Suite: Revenue by Salesperson is Faulty Data
How Half-Measures in Your Sales Process Can Kill Your Win Rate
Use a Custom Sales Process to Increase Sales by More Than 28%
The 10 Things Most Companies Get Wrong About Sales Process
Why Chasing Whales is Killing Your Sales Pipeline – The Bob Chronicles Part 9 (10 Brutal Truths)
Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
How To Double Your Sales Pipeline in 30 Days
My Key to Building a Strong, Sustainable, Sales Pipeline
The Resume Still Looks Great. The Sales Hire Still Fails.
Wild Shifts in Sales Hiring Drive the Hire Rate From 3% to 0.5%
Why You Should Never Use Your Gut to Hire Salespeople
Top 5 Keys to Hire Ideal Sales Candidates at Your Company
Poison Ivy and 2 Powerful Lessons for Hiring Salespeople
Prospecting and Hunting Qualifying Consultative Approach to Selling
Phone Prospecting – the Key to Scheduling Meetings Can My Car Uncover Sales Qualification Criteria Better Than Most Salespeople?
Call Reluctance is Just as Popular as Ever! Does Being a Strong Qualifier Correlate to Having a Strong Pipeline? 4 Reasons Why Salespeople Suck at Consultative Selling.
Top 5 Reasons Why Salespeople Don’t Qualify Effectively Why Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do Need
Top 3 Keys to Convert Phone Calls to Meetings 31 Conditions That Predict Your Sales Opportunity is in Trouble My Dog Has Better Listening Skills Than Most Salespeople and I’ll Prove It
The Next ‘Can’t Miss’ Game Changer for Salespeople The $225,000 Selling Mistake Most Salespeople Make How to Know if You Are You Really Selling Consultatively
Can These 5 Keys Determine the Fate of Cold Calling? Top Salespeople are 8600% Better at This Than Weak Salespeople Consultative Selling, Commitment and Sales Training
How to Master the Sales Discovery Call
The Biblical Sales Force Part 8: Qualification
The Importance of Failing to Reach Decision Makers Early in the Sales Process
Let the Sales Conversation Wander: Evolving Chats Unlock Powerful Sales Discovery
Top 10 Mistakes Salespeople Make on the Phone (Funny Read) On-Boarding Channel Sales
Taking Your Prospecting to the Next Level How to Get New Salespeople to Take Off Like a Rocket Ship Dave Kurlan’s 23 Steps to Improved Channel Sales
The Comprehensive 90 Day Orientation for New Salespeople Top 10 Problems With Channel Sales – Don’t Be Held Hostage
Top 5 Reasons Why Sales Cold Calls Are So Awful The Crucial Channel Strategy You Can’t Get Wrong
Book More Meetings by Hunting Like a Hawk
Growing New Sales Meetings/Pipeline: What Works and What Doesn’t
Inbound Ruined Outbound — But It’s Not Too Late to Join the Evolution
Onboarding and 11 Reasons Why Salespeople are Failing
Selling Value Best Analogies to Selling Closing and Win Rates
Why You Will Finally Pay the Price of Not Selling Value 5 Reasons Sales Teams Underperform Like My Old Wiper Blades When Salespeople Can’t Close Closable Business – The Bob Chronicles Part 7
This Simple Strategy Will Sell Your ROI and Value Proposition Every Time Only 11% of All Salespeople Do This at the End of a Sales Call The Top 12 Factors that Cause Delayed Closings and What to Do About Them
Price Quotes and the Inability of Salespeople to Sell Value Squirrels Explain the Differences Between Top and Bottom Salespeople Eliminate Delayed Closings Once and for All
Top 10 Reasons Salespeople Can’t Move the Conversation From Price Sales Process is to Religion as Sales Methodology is to Prayer Discovered – Data Reveals the Biggest Obstacle to Closing More Sales
Selling Value – Everything You Always Wanted to Know 12 Powerful Sales Lessons from “The Chosen” Improve Your Win Rate and Shorten Your Sales Cycle by Doing This
The Deadbolt Test: What Looks Fine on Your Sales Team From Three Feet Away
How to Differentiate with 4 Response Options and 10 Must-Have Traits for Sales Success
Why There is No Value When You Provide Value Via Special Pricing RFPs
New Data: Top Salespeople are 7562% Better at Winning RFPs Top 10 Keys to Determining and Improving Your Ideal Win Rate
2 Questions That Will End Every Request for a Better Price B2B Salespeople Send 16,000+ Unqualified Proposals Each Day! The Sales Process Milestone You Can’t Get Wrong
Sales Effectiveness – How to Win Every RFP That You Respond To 20 Reasons Why Sales Opportunities Don’tClose
How Salespeople Try but Fail to Sell Value
Why Salespeople Prescribe Before They Diagnose (And Kill Their Win Rates)
The Biggest Mistake That Salespeople Make When Closing
The Nutcracker and 3 Sales Competencies That Cause Low Win Rates
Sales Team Evaluations Sales Training Relationship Building
Insights Revealed in The Ultimate Analysis of the Sales Force The Problem with Self-Directed Sales Training and its Role in Developing Salespeople Chris Cagle – Great Example of Intangibles in Sales
Sales 102 – The Pitch Deck, the Price Reduction and the Data Why Sales Transformation Achieves Better Results Than Sales Training Alone Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling
Learn How We Discovered They Had the Wrong Salespeople The Crucial Step Missing from Most Sales Training Programs 12 Reasons They Didn’t Like You Enough to Buy From You
The Magic of the Sales Force Evaluation How Companies Choose Sales Training Companies is Backwards What Relationship Builders Do Better Than All Other Salespeople
Top 20 Conditions that Dictate a Sales Force Evaluation Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople 8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales Success
Great Relationships, No Revenue: The Truth About Relationship Selling
The Impact of Relationship Building Challenges in Sales
Did Our Sales Team Evaluation Uncover a Part-Time Job Selling Drugs? Keys to Selecting a Sales Training Company Miscellaneous
Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another
This Philosophy Will Lead to Greater Revenue Top 25 Prerequisites for Successful Sales Training and Sales Development The Sales Conversation CEO’s & Sales VP’s Must Have with HR
The Deadbolt Test: What Looks Fine on Your Sales Team From Three Feet Away
How Most Companies Get Sales Team Structure Wrong
Motivation/Compensation Top 10 Sales Training Realities Versus What You Believed The Crucial Channel Sales Strategy You Can’t Get Wrong
A Different Look at Sales Compensation Exposing the DIY Sales Organization 5 Steps to Grow Sales by 33% in 12 Months
Ten Reasons Why Most Sales Training Doesn’t Work
There Is No Sales Equity: Why Sales Training Methods Don’t Produce the Same Results
From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
10 Rules for Successful Sales Training and Revenue Growth
Core Competencies 10 Attributes of the CEO Who Drives Sales and More
New Data: Is Sales Compensation Aligned With Changing Motivational Needs? Salespeople Will Close 50% More Business By Changing This One Thing They Do! Top Sales Videos and Rants From Dave Kurlan
The Sales Compensation Plan from Hell and How to Improve It New Data Shows How Relationships and the Need to be Liked Impact Sales Performance Crappy Salespeople and Lack of Urgency Alignment
Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness How Can a Simple Zero Derail a Sale or Deal? Startups Almost Always Get The Sales Thing Wrong
What We Can Learn from the Latest Data on Sales Motivation The 21 Sales Core Competencies for 2021 and Beyond Sales Podcasts and Video Interviews are Better Than Sales Articles
The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)
The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas
Combining Goal Setting with Sales Competencies Selling to Large Companies 4 Types of Sales Positions That Can Never Be Replaced by AI
How to Change a Crappy Sales Compensation Plan to a Better One 5 Keys to Account Management Success; 10 Keys to a Strong Customer Partnership Tech Buyer Explains Why He Has No Use for Salespeople – Must Read
Sales Force Compensation – X Marks the Spot How to Sell to Major Accounts That Love Your Competitor A CEO’s Guide to the Differences in Sales Leadership Roles
The #1 Top Key to Keeping Salespeople Motivated Revealed Here Sales Presentations to Big Companies – the Same as Political Theater Magazine Discredits Their “Born to Sell” Article with Junk Science
3 Factors That Determine the Length of Your Sales Cycle
Dave Kurlan’s 20 Keys to Sales Mastery: How to Become an Elite Salesperson
Scarred for Life: Sales Lessons That Make Your Company Unstoppable
Is Your Sales SCAM Leaving a SCAR on Your Sales Team?
Why Chasing Whales is Killing Your Sales Pipeline – The Bob Chronicles Part 9 (10 Brutal Truths)
How Practice Can Increase Sales and Commissions by 33%
What CEOs Need to Know About Their Sales Teams
Top 20 Reasons Salespeople Miss Quota and How to Fix it
Too Many Sales Metrics? How to Choose One KPI That Drives Revenue
Sales Forecasts Lowering Resistance/Objections Accountability and Excuse Making
Top 10 Reasons for Inaccurate Forecasts Whipped Cream! The Easiest Way to Lower Sales Resistance Schedule Enough New Meetings?
A Guaranteed Fix for Inaccurate Sales Forecasts How Better Accountability Causes Sales Performance to Increase
Snowstorm & Weather Apps Explain Why 75% of Sales Forecasts are Wrong How Top Salespeople Anticipate and Manage Resistance Is Excuse Making Actually the Biggest Obstacle to Increasing Sales?
10 Steps to Crushing Your Sales Forecasts How to Use the Your Experience with Turbulence to Overcome Resistance What Do You Blame When Salespeople Don’t
Predict the Weather but Control the Sales Forecast and Revenue Managing and Overcoming Resistance is the Key to Sales Success 25 Factors Indicative of a Strong Sales Culture
The #1 Key to Making Sales Forecasts Accurate Again A Perfect Way to Handle Objections, Challenges and Push Back
How Prospects Use EMCOM to Push Away Salespeople
Don Kent and My 8 Reasons For Inaccurate Sales Forecasts Politics and Selling
Expectations, Revisions, and Excuses on the Sales Team
Is Complacency to Blame for Missed Quotas? A Deep Dive into Sales Performance Challenges
Revolutionizing Sales Forecasting with a Twist from Baseball Senate Confirmation Hearings Show us What Salespeople Do Wrong Movies and Selling
Attention C-Suite: Revenue by Salesperson is Faulty Sales Data 3 Selling Characteristics for the Age of Politics, Covid and Recession Movie Contrasts the Best and Worst Salespeople
How to Use Baseball’s xBA Metric to Measure Your Sales Pipeline and Improve Your Sales Forecasts Trump, the Iowa Caucus and Sales Improvement New Movie Has 3 Great Lessons for Sales and Sales Managers
Did President Obama Damage Salespeople’s Reputation? Successful Movie Franchises and the Keys to Effective Coaching
How to Prepare for the Big Sales Presentation Great Selling Lessons in The Martian
Time for Closing Arguments Spirited Has So Much in Common with Great Salespeople
Unify Your Sales Message with Lessons from Politics and Balance of Nature
There are No Feelings in a Sales Pipeline Review
Official Guidance for Sales Teams Navigating the 2nd Trump Economy
Biased Polls and Poor Sales Questions: 83% of Salespeople Fail at This
8 Movie Scenes to Frame Your Mind for Killer Sales Calls
Brad Pitt’s F1 Character Shows Us How to Tame Sales Mavericks
Lessons from Happy Gilmore 2: Why Salespeople Need to Get Serious About Skill-Building
What Salespeople Can Learn from Harry Potter
Email, Outbound, BDRs, and Social Selling Difference Between Best/Worst Salespeople Baseball and Selling
Difference Between a Good Sales Email vs. Bad Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople? Hiring Salespeople is Like Baseball Expansion
Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform Latest Data – Strong Salespeople Score 375% Better Than Weak Salespeople Leading a Sales Team is Even More Like Baseball
Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers Baseball, Sales Cycles, and the Quest for Shorter
Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling What is the Single Biggest Differentiator Between Top and Bottom Salespeople? Baseball and Selling – A Powerful Analogy
My Latest on Using Email to Book New Meetings Bugged by the Difference Between Great and Lousy Salespeople Using Baseball to Select and Hire Salespeople
Why I Believe We Should Blow up the Business Development Rep (BDR) Role in Sales This Company’s Best Salesperson was 2500% Stronger Than Their Worst My Latest Sales Epiphany from Watching Playoff Baseball
First Steps to Generate More Sales Opportunities Today New Data: The Top 10% of Salespeople are 619% Stronger Than the Bottom 10% Sales Coaching Lessons from the Baseball Files
Dave Kurlan’s 10 Rules for Effective Sales Emails That Connect With New Prospects The Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10%
Increase in Social Selling Yields No Improvement in KPI’s The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better How to Get Salespeople Who Don’t Prospect to Prospect
Cold Reach Outs: Do Email and LinkedIn Work?
Inbound Ruined Outbound — But It’s Not Too Late to Join the Evolution
Music and Selling An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded Fire Your Top Salespeople – The Red Sox Lesson to Make Sales Teams Better
Coaches Benefit from Tryouts While Sales Managers Fail Using Gut Instinct
Why Top and Bottom Salespeople Have the Same Scores
New Data: My Top 5 Unacceptable Sales Performance Findings
Shania Twain’s Lesson for Sales Leaders Who Want to Hire Stronger Salespeople Analogies from the Bible Closing a Tough Sale is Nearly Identical to Hitting a Home Run
Use Music to Understand the 12 Criteria Prospects Use to Buy from You Genesis: On Scaling, Hiring and Firing Salespeople The Philosophy of a Pitching Coach Will Improve Your Sales Team
School of Rock Demonstrates How to Sell to Existing Customers Exodus: On Coaching Salespeople A Home Run – How the Right Data Can Help You Hire Ideal Salespeople
How to Motivate and Incentivize Pipeline Building Numbers: On Metrics and KPIs Pitchers’ Fielding Practice is the Same as Role Playing for Salespeople
The Nutcracker and the 3 Crucial Lessons in Selling Numbers: On Accountability How to Simplify Coaching Salespeople
Your Last Chance to Make a Good First Impression Deuteronomy: Consequences and Some Baseball
Whiplash on the Sales Force
Chris Cagle – Great Example of Intangibles in Selling Matthew: 8 Key Lessons for Cold Calling Success
Paul McCartney, Brian Wilson and Sales Assessments Proverbs: Blessed are the Prospectors
Rod Stewart and Barry Manilow Could be Your Veteran Salespeople
Professional Sales and the All-Star Jazz Performance
Why Salespeople Need Music Lessons Before They Start Selling
MLB’s Replay Center Offers Lessons for the Sales Call Debrief
The Biblical Sales Force Part 8: Qualification
Mindset Matters: How the Songs in Your Head Shape Your Sales Success
How the Principles of Music Can be a Template for the Principles of Selling
The Nutcracker Ballet Has 3 Relevant Sales Competencies
What Businesses Can Learn About Selling From Religions
What a Sales Turnaround Has in Common with a Baseball Turnaround
How the MLB Playoffs Can Help You Rethink Your Sales Team
How Sales Management Mirrors Little League Baseball

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